IESE (España)
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Indo dota a su red de ventas de una nueva tecnología móvil (A)
Almenar, E.; Comín, Marta; Sieber, SandraCase SI-168Information Technologies, Innovation and Change, Knowledge and CommunicationEn 2006, el fabricante óptico Indo se planteó dar un giro a la manera de trabajar del equipo de ventas de la división de gafas. La sustitución del material físico por información "on line" permitiría a sus comerciales trabajar con mayor agilidad y disponer de información siempre actualizada. Pero el nuevo sistema podía causar reticencias entre los clientes, acostumbrados a tocar el producto, y entre los mismos comerciales, reacios a cambiar un mo...Starting at €8.20
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Indo Gives its Sales Force New Mobility Technology (A)
Almenar, E.; Comín, Marta; Sieber, SandraCase SI-168-EInformation Technologies, Innovation and Change, Knowledge and CommunicationIn 2006, Indo, an optics manufacturer, decided to change the working method of its sales division for glasses. Physical material was replaced with online information that facilitated the work of the sales personnel and ensured they always had the most up-to-date information. But the new system was not completely accepted by clients, who were used to touching the product. Even some members of the sales staff were wary about changing an effective w...Starting at €8.20
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Indo Gives its Sales Force New Mobily Technology (B)
Almenar, E.; Comín, Marta; Sieber, SandraCase SI-169-EInformation Technologies, Innovation and Change, Knowledge and CommunicationAfter introducing a new sales system for glasses as a pilot program, Indo, an optical company, expanded the scope of its experiment to check the results. The case study describes how the sales personnel and clients accepted the change from a partially computerized system to one that was thoroughly computerized.Starting at €5.74
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Riverside: The Acquisition of Euromed : Investment Process of a Private Equity
Martínez Abascal, Eduardo; Sagarra, MartíCase F-962-EFinanceIn December 2015, Riverside PE (private equity) had to present a blind offer for the acquisition of Euromed, together with the financing of the operation. Euromed produces active ingredients for medical use. Euromed enjoys a profitable niche (good margins), with few competitors, high barriers and promising growth opportunities. It has sales of around 43 million euros, with 300 clients in 35 countries.Starting at €8.20
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Riverside: The Acquisition of Euromed : Investment Process of a Private Equity (Portuguese Version, Brazil)
Martínez Abascal, Eduardo; Sagarra, MartíCase F-962-PBFinanceIn December 2015, Riverside PE (private equity) had to present a blind offer for the acquisition of Euromed, together with the financing of the operation. Euromed produces active ingredients for medical use. Euromed enjoys a profitable niche (good margins), with few competitors, high barriers and promising growth opportunities. It has sales of around 43 million euros, with 300 clients in 35 countries. This case is an updated version of the case ...Starting at €8.20
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Indo dota a su red de ventas de una nueva tecnología móvil (B)
Almenar, E.; Comín, Marta; Sieber, SandraCase SI-169Information Technologies, Innovation and Change, Knowledge and CommunicationTras haber introducido un nuevo sistema de ventas de gafas en una prueba piloto, la empresa óptica Indo amplió el alcance de su experimento para comprobar la fiabilidad de los resultados. El caso describe cómo aceptaron comerciales y clientes el cambio de un sistema parcialmente informatizado a otro digitalizado en gran medida.Starting at €5.74
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Riverside: la compra de Euromed: Proceso inversor de una private equity
Martínez Abascal, Eduardo; Sagarra, MartíCase F-962FinanceEn diciembre de 2015 Riverside PE (private equity), tiene que presentar una oferta ciega para la adquisición de Euromed, junto con la financiación de la operación. Euromed produce ingredientes activos para uso médico. Euromed disfruta de un buen nicho rentable (buenos márgenes), con pocos competidores, altas barreras y prometedoras oportunidades de crecimiento. Ventas alrededor de 43 millones de euros, con 300 clientes en 35 países.Starting at €8.20
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Riverside: The Acquisition of Euromed : Investment Process of a Private Equity (Portuguese version, Portugal)
Martínez Abascal, Eduardo; Sagarra, MartíCase F-962-PPFinanceIn December 2015, Riverside PE (private equity) had to present a blind offer for the acquisition of Euromed, together with the financing of the operation. Euromed produces active ingredients for medical use. Euromed enjoys a profitable niche (good margins), with few competitors, high barriers and promising growth opportunities. It has sales of around 43 million euros, with 300 clients in 35 countries.Starting at €8.20